Use Lead Intelligence to Optimize Your Sales Process

Lead Intelligence provides AI-powered insights into how your sales team handles calls, helping you identify training opportunities, improve conversion rates, and reduce revenue lost from poor follow-up. By analyzing call transcripts automatically, you can evaluate performance at scale without manually reviewing every conversation.

Sales Process Optimization Use Cases

Lead Intelligence helps improve sales performance through several key applications:

• Evaluate Call Handling: Assess how sales reps answer calls, greet customers, and control conversations to ensure professional, effective interactions.
• Identify Missed Opportunities: Detect calls where appointments weren't booked, quotes weren't provided, or sales weren't closed despite customer interest.
• Track Objection Handling: Understand which objections come up most frequently and how effectively reps address them.
• Measure Follow-Up Effectiveness: Identify whether reps are capturing contact information and scheduling follow-up actions appropriately.
• Coach Individual Reps: Use AI feedback on specific calls to provide targeted coaching rather than generic training.

Set Up Sales Process Optimization Rules

To use Ask AI Lead Intelligence rules for sales calls visibility and process optimization:

1. Access the Master Account or Profiles settings depending on where you want to apply rules.
2. Select "Lead Intelligence".
3. Click "+ Add Intelligence Rule".
4. Select "Import rule from template".
5. Choose the "Sales Coach" category from the left sidebar.
6. Select one of the following sales coaching templates:
   • Improve sales call with AI: Asks AI questions about how to improve sales call handling for positive outcomes.
   • Explain no appointment for new customer: Identifies when new customers call but don't book appointments and asks AI why.
7. Click "Import" to load the template.
8. Review the AI questions configured in the template:
   • Questions analyze call transcripts for specific sales behaviors
   • Answer formats determine how results appear in Lead Manager
   • Labels create custom fields to store AI insights
9. Customize the questions if needed:
   • Add questions specific to your sales process
   • Modify answer formats for easier reporting
   • Update labels to match your terminology
10. Check the box to approve additional AI analysis costs.
11. Click "Continue" to proceed to rule details.
12. Fill in the rule information:
    • Rule Name: Use a descriptive name like "Evaluate Sales Call Quality"
    • Rule Description: Add notes about coaching goals (optional)
    • Activate Rule?: Toggle on to activate immediately
    • Time Zone: Select the appropriate time zone
13. Click "Complete" to save and activate the rule.

Use AI Insights for Sales Process Optimization

Once Lead Intelligence analyzes your calls:

• Review AI feedback in the Lead Manager under Lead Analysys (“LA”) fields.
• Filter leads by AI responses to identify patterns (e.g., all calls where improvement was needed)
• Use specific AI suggestions for one-on-one coaching conversations
• Track improvement over time by comparing AI analysis before and after training
• Identify which reps excel and what they do differently

Related Topics

• What is Lead Intelligence?
• Create an Individual Intelligence Rule From Scratch
• Understand the Lead Intelligence Actions
• Automatically Qualify Leads with Lead Intelligence